Business Development Manager Marketing

We are seeking a Business Development Manager to join our Utility Growth Team and accelerate growth across the utility market selling integrated marketing communications and customer engagement services alongside ICFs broader consulting and technology offerings.

ICFs utility clients are navigating one of the most significant transformations in the energy industrydecarbonization grid modernization electrification and customer program innovation. Succeeding in this environment requires utilities to engage educate and motivate their customers like never before. We combine deep domain expertise with full-service marketing and communications capabilities to help utilities drive program participation customer engagement and brand trust.

This role is ideal for a high-energy consultative seller who thrives in complex relationship-driven sales environments and can translate client challenges into growth opportunities across ICFs utility marketing portfolio including opening new relationships beyond ICFs traditional energy efficiency contacts.

What Youll Do

• Build and advance a pipeline of utility marketing opportunities across North America proactively opening doors with utility stakeholders beyond ICFs traditional energy efficiency contactsincluding corporate communications corporate marketing brand management customer solutions community relations and procurement.

• Own the full sales lifecycle from prospecting and discovery through qualification pursuit negotiation and close.

• Qualify leads based on client need strategic fit competitive position budget decision process and timing and advance or disqualify opportunities accordingly.

• Build compelling client-specific value propositions that connect ICFs marketing capabilities to measurable client outcomes.

• Maintain complete accurate and current opportunities contacts activities next steps close dates and forecasts in the CRM.

• Meet established pipeline development sales activity and revenue goals and communicate risks and opportunities through regular pipeline reviews.

Your focus will include selling:

• Marketing and communications strategy campaign development and implementation

• Creative content digital strategic communications and brand management including web experience marketing automation and campaign analytics

• Integrated offerings tailored to each clients strategy customer base and regulatory environment

First 30 Days

• Gain an understanding of utility marketing growth priorities key pursuits and pipeline management processes while contributing to the development and maintenance of a $45M qualified pipeline.

• Develop a strong command of ICFs marketing communications and customer engagement services ICFs energy climate and environmental offerings and how they integrate with consulting and technology services

• Learn and apply ICFs business development and capture processes

• Build relationships with utility sales delivery and marketing leaders across EEI and begin mapping stakeholders in corporate communications brand and customer solutions functions

• Begin developing a target account and contact strategy by solution area

• Partner with delivery teams to identify expansion and cross-sell opportunities within existing utility clients

First 6 Months

• Lead 1015 concurrent pursuits across the full sales lifecycle

• Proactively build new relationships and generate net-new meetings and opportunities with utility stakeholders outside of energy efficiencyincluding corporate communications corporate marketing brand management customer solutions community relations and procurementthrough direct proactive (including cold) outreach

• Develop win strategies including competitive positioning stakeholder mapping and ongoing competitive analysis of marketing/communications agencies and consulting competitors

• Drive pursuit activities including pipeline reviews forecasting and gate reviews

• Contribute as a proposal reviewer across multiple solutions and offerings

• Identify and secure strategic partners including negotiating teaming agreements

• Maintain accurate pipeline tracking and reporting in CRM systems

1218 Months

• Close $15M in new sales across marketing communications and customer engagement solutions

• Contribute to utility market and account growth strategies

• Partner with ICFs marketing team to support thought leadership and targeted campaigns and conference strategies

• Develop business cases pricing strategies and value propositions to expand into new utility segments or solution areas or adjacent markets

• Collaborate with senior leadership to translate EEI growth priorities into actionable sales plans

What You Bring

Minimum Qualifications:

• 10 years in business development sales or capture management

• Experience selling into the utility energy or government (federal or state) sectorutilities operate much like public-sector bureaucracies and many of ICFs largest clients are government or quasi-governmental entities

• Proven success managing multiple complex pursuits and closing $5M annually

• Experience selling and leading teams to sell core marketing servicesincluding marketing strategy campaign development and execution creative and content production crisis communications and stakeholder engagement digital and social engagement and research and analyticsideally alongside consulting or technology solutions

• Proficiency managing the full sales lifecycle using CRM tools

Preferred Qualifications:

• Experience selling agency or full-service marketing engagements including strategy creative digital media and analytics

• Direct experience working within or competing against marketing/communications/PR agencies with fluency in how agencies price package and position their services

• Familiarity with marketing technology ecosystems such as content management marketing automation and CRM platforms

• Demonstrated experience leading competitive RFP responses and navigating formal procurement processes.

• Bachelors degree

Key Competencies:

• Strong consultative selling and discovery skills

• Ability to orchestrate cross-functional teams and the conversations that lead to innovation and meaningful impact influencing without authority

• Excellent client- and customer-facing skills with strong interpersonal and communication skills storytelling and executive presence

• Strategic thinker with strong sales and competitive judgment

• A problem-solver who is highly organized with the ability to juggle multiple priorities and deadlines at once and a bias for action and accountability

• Extensive active professional network with the ability to build relationships from the program level up through corporate communications and CMO-level stakeholders

• Diligent and comfortable with proactive prospecting and cold outreach

• Forward-thinking on marketing communications and digital trendsusing technology and creativity to push client engagement forward

• Ability to build trust with marketing program and executive stakeholders

Bot and Third-Party Applications

Please note that this application must be submitted directly by the applicant for consideration.Failure to do so may result in the application being excluded for consideration.Applicants needing an accommodation for disability or religious purposes in connection with the application process should contactfor assistance.

Working at ICF

Pay Range - There are multiple factors that are considered in determining final pay for a position including but not limited to relevant work experience skills certifications and competencies that align to the specified role geographic location education and certifications as well as contract provisions regarding labor categories that are specific to the position.

The pay range for this position based on full-time employment is: